When people like you, your product or service,
chances are you already have free marketing going around for you. The
probability of people marketing for you would have increased
tremendously if they have used your products or services and are
completely satisfied with it.
However in reality, it is not that
simple and does not always happen. As much as you wish for this form of
free marketing to keep going, people will not necessarily go around
singing your praises unless someone asked about you, your products or
services. Here are 7 tips you need to know to increase your chances of
getting referrals:
Tip #1 - Prepare a referral form
Prepare
a referral form that you can hand out to your customers, events or even
for mailing out to people. It is important to say something like: "If
you like our products or services, please recommend your friends below
in the blank spaces provided in the form". Do not forget to mention the
incentive they will receive for filling out the form.
Tip #2 - Ask for testimonials
Ask
your existing clients who are satisfied with your products and services
for testimonials that you can use on your website, brochure and sales
letters. This creates credibility and makes it easier to sell and refer
to other people.
Tip #3 - Refer businesses
Tell people
about businesses you would recommend and allow them to use your name as
their referral if they have decided to use the company you recommended.
If the old saying of scratching one another's back story remains true,
you may get some businesses referred back as well. Pass on any details
you have and hopefully, the companies you referred to your clients will
refer businesses back to you.
Tip #4 - Ask around
Ask your
existing clients if they have anyone in mind who can use your product
or service. Ask for the contacts and check if it is okay for you to use
their names as referee. This not only brings in potential businesses,
it also encourages your existing clients to refer you.
Tip #5 - Offer incentives
Offer
a gift or token of appreciation for the people who recommended your
products and services. The incentives serve as the motivational factor
that encourages your existing clients to refer.
Tip #6 - Listen for potential referrals
Keep
your ears peeled for referrals. Listen for remarks from your customers
that mentioned about problems that can be solved by your products and
services. All you have to do is to ask them for the contacts.
Tip #7 - Thank people for helping you out
When
new clients contact you, do remember to ask them how they came to know
about your products and services. This allows you to evaluate your
advertising and marketing efforts, as well as to find out if they were
referred by your existing client.
If the new clients were
referred by your existing client, do send a thank you card to thank the
person for referring business to you even if you are already giving
that person an incentive. The purpose is to build up a strong
relationship with your client so that they will continue to refer your
business for you.